Istari

Operations

• Sales Operations & Tooling: Own and administer our CRM (HubSpot), including pipeline hygiene, automation, and integrations. Evaluate, implement, and maintain sales tooling (including AI sales automation tools). Lead development and integrations across the sales and GTM tech stack. Be our in-house expert on LinkedIn Sales Navigator—curate lists, track activity, and publish updates.
• Sales Enablement & Content: Centralize, curate, and maintain a single source of truth for sales collateral. Collaborate with designers to produce on-brand sales assets and customer-facing materials. Deliver basic social media support in coordination with the Sales & Marketing Associate. Conduct customer persona development and continuously refine ideal customer profiles (ICPs) in collaboration with sales and marketing. Segment accounts by industry, buyer behavior, and sales potential to support targeting strategies and outbound campaigns. Support the design and execution of account-based marketing (ABM) and territory strategies with actionable data and insights. Analyze go-to-market performance across segments to identify patterns, blockers, and areas for optimization. Deliver persona-specific messaging guidance and sales playbooks that align with segment needs and deal stages.
• Reporting & Performance Management: Build and maintain dashboards to track pipeline health, win/loss rates, activity ratios, and sales performance KPIs. Support forecasting and goal setting with clear, accurate reporting. Partner with GTM leadership on territory planning and metrics development.

Sales Operations and Enablement Manager